321 - Brand Development Manager (Glasgow and West Scotland)
Posted: 31/03/2025 13:18 Salary: DOE Location: Edinburgh Gin Level: Core - Operations/Production Deadline: 29/06/2025 23:59 Hours: 35.00 Benefits: Benefits Job Type: Permanent
Brand Development Manager (On Trade) (Glasgow & West Scotland)
Are you passionate about Whisky and Gin? Do you have a knack for building premium-prestige brands within the On Trade? If so, we have an exciting opportunity for you!
Setting the Scene
Ian Macleod Distillers Ltd… ‘An international, entrepreneurial, brand-led, successful, sustainable, and respected family business’
We are Ian Macleod Distillers (IMD), a fourth-generation family owned and managed whisky and spirits business operating across the UK and internationally. We are producers of multi award winning premium whisky and gin with many other whiskies and spirits as part of our portfolio. Crafting Spirits With Passion, is what we do best… not only are we producers of exquisite brands, but we are also distributors and suppliers in B2B and B2C channels. We are a brand led, successful family business with our spirits (people and brands) at our very core. Driven by passion, enthusiasm and solid business values, we are now expanding our B2C offering and continuing to invest in each of our brand homes as our brands continue to evolve and grow.
Our Opportunity
As a Brand Development Manager, you will be at the forefront of our journey to manage and win premium-prestige Independent Free Trade accounts within the On Trade. Your main objective will be to drive the distribution growth of our Tier 1 portfolio, ensuring a balanced focus between whisky and gin. You will work closely with RTM & National Accounts RSMs and IFT BDEs to exceed individual KPIs and team budgets.
What you’ll be doing:
* Managing approximately 150 accounts, including groups with fewer than 20 sites.
* Taking full account management responsibility, including discretional investment for allocated accounts.
* Collaborating with supply chain on forecasts using customer data analysis.
* Building and implementing territory plans, providing feedback on market opportunities and risks.
* Elevating Ian Macleod’s status as the go-to independent whisky distiller through team knowledge, range development, consumer/operator engagement, and advocacy.
* Representing Ian Macleod Distillers across the trade, actively participating in events and networking opportunities.
Who We Are Looking For:
* Extensive knowledge of whisky, gin, and the premium/prestige spirits market.
* Experience in growing brands within the premium & prestige On Trade.
* Strong negotiation skills and commercial acumen.
* Ability to develop long-term and effective customer relationships.
* Passion for building performance and overcoming barriers.
* On Trade network and trade/consumer advocacy.
Why Join Us?
At Ian Macleod Distillers, we offer a collaborative and supportive work environment where your contributions are valued. You will have the opportunity to work with a passionate team and be part of a company that is dedicated to excellence and innovation. If you are driven, enthusiastic, and ready to make a significant impact, we would love to hear from you! At Ian Macleod Distillers, you’ll be ‘In Good Company’.
Next steps…
If after reading through, this opportunity really excites you, then we would love to hear from you! To apply for this opportunity, click the apply now button to create your own recruitment account with us and submit your application and CV. Please remember that along with your CV, you will need to answer some key questions and submit a tailored cover letter, clearly outlining why your skills and previous experiences are a perfect fit to what we are looking for. This is your opportunity to make yourself stand out from the crowd!
***No Agency Contact***
Proudly supporting the #OpenToWork movement.
Ian Macleod Distillers (IMD) are proud members of the Scotch Whisky Association, Drink Aware and the Portman Group. In our individual IMD way, we endeavour to follow best practice to help shape our commitment to wider social responsibility and industry standards. We are advocates of promoting responsible selling and consumption of alcohol.
JOB PROFILE
Job Title
Brand Development Manager, On Trade
Department
UK Sales
Reports to
Sales Controller, On Trade
Function
UK Business Unit
Direct Reports / Reporting Lines
0
ROLE SUMMARY
A commercial and innovative On Trade salesperson, with strong whisky and gin knowledge to manage and win premium-prestige Independent Free Trade accounts within the On Trade. Delivering distribution growth of our Tier 1 portfolio, ensuring the balance between Whisky and Gin share of time and focus. Working in partnership with RTM & National Accounts RSMs and IFT BDEs, this role will strive to exceed individual KPIs and team budget.
Working cross-functionally across the wider Ian Macleod business with integrity, demonstrating a passion and understanding of the needs of customers as well as our business.
Experienced at negotiation and deal evaluation, the BDM will demonstrate commercial acumen and drive to build their account base aligned to Business Unit strategy. Skilled at building premium-prestige brands within the On Trade, building effective relationships across wholesale and operators. Understanding and supporting customer objectives is at the heart of ways-of-working.
The RSM will ensure the consistent delivery of On Trade strategy whilst being adaptable to change, actively seeking improved ways-of-working.
ROLE DESCRIPTION
Responsibilities
Key Day to Day Activities
* Customer management c 150 accounts (including groups <20 sites).
* Supported by the HOS IFT, take full account management responsibility including discretional investment for allocated accounts.
* Work within segmentation model and achieve targeted product mix.
* Use all Customer Systems and Portals daily to load pricing, forecast, promotions, OOS issues, Sales and ROS.
* Collaborate with supply chain on forecasts using customer data analysis of demand forecasting and admin.
* Review and adjust plans against call and customer targets, building solutions to challenges and opportunities.
* Ensure effective use of CRM including quality of data, usage and reporting. Feeding back into CRM team to improve system use.
* Build and implement territory plan and feedback market opportunities and risk to Controller.
* Working with Head of Whisky Development to elevate Ian Macleod’s status as the go-to, independent whisky distiller through team knowledge, range development, consumer/operator engagement and advocacy.
* Work with Customer Marketing, Brand, Advocacy and Distillery teams to delight consumers and customers, ensuring that our brands are at the forefront of hearts and minds.
* Ambassador for our Distilleries, ensuring the right people visit and a rolling plan across gin and whisky.
* Work with Head of Whisky Development to ensure correct allocations whilst proactively monitoring performance and forecasting.
* Representing Ian Macleod Distillers across the trade, positively contributing and supporting all channels to succeed.
* Active in trade with minimum 4 days a week in trade.
* Networking and building our reputation at events meaning regular time evening and weekend events is required.
* Continually update Industry & product knowledge
Management of Allocated Accounts (60%)
* Win and protect existing customer base, working with Customer Marketing.
* Action gap and margin opportunity.
* Effective journey planning to ensure correct callage for the customer and efficient use of time and resources.
* Utilise our Brand Homes and ensure brands are available and activated within the catchment area of each Distillery
* Management of Scottish groups.
* Selection of Lighthouse accounts, aligned to segmentation, brand guidelines and commercially reviewed.
* Activating around sponsorship events and local partnerships
New Business (40%)
* Identify and target new business opportunities for our Tier 1 portfolio.
* Utilise the Prospect Database via CRM to ensure effective contact strategy and joined-up approach with RTM & National Account team
* Build tenders, supported by Customer Marketing and Controller for large single sites and groups <20 sites.
* Work with RTM/Wholesale to build warm leads and introductions.
PERSON PROFILE
Skills
Essential
* Extensive knowledge of Whisky, Gin and premium/prestige spirits market
X
* Experience of growing brands in premium & prestige On Trade
X
* Skilled negotiator
X
* Cross-functional excellence, with ability to work in partnership with stakeholders
X
* Commercial acumen and P&L understanding
X
* Expertise in opening new business
X
* Ability to develop long-term and effective customer relationships to build business
X
* Passion for building performance and overcoming barriers
X
* On Trade network
X
* Trade and consumer Advocacy
X
* KPI Driven
X
Professional Qualifications
* Degree educated
X
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